Sales Pipeline Management Workshop

Half Day: Tuesday, April 20th 2010
Location: Bewleys Hotel, Leopardstown, Co Dublin

Half Day Workshop on Managing the Sales Pipeline; A Proven System for Tracking Prospects and Accurate Forecasting

Who is this for?

1. Any salesperson who runs a sales pipeline (field or inside sales).
2. Any sales managers who themselves sell and run a sales pipeline.
3. Account Managers who, whilst managing existing accounts, must generate new / extra business or new clients.
4. Salespeople who must submit accurate forecasts (well) ahead of the actual sale (e.g. who have a “long” sales cycle).
5. Salespeople who work on relatively “large” deals in niche or small markets and who need to have very good conversion rates.
6. Company owners and directors who are in charge of the sales pipeline and / or who also sell.
7. Companies that use CRM systems but want it to produce accurate data and forecasts.

Objectives: By the end of the workshop you will:

1. Learn how to qualify prospects and deals so that you end up with the most reliable ones.
2. Learn when to drop “dead” prospects and close the best prospects – much – faster.
3. Learn what your right level of activity should be and the level of lead generation necessary.
4. Learn to use a pipeline tool to classify and rank prospects and make accurate forecasts.
5. Learn how to “stress test” deals and prospects so that you can move more of them forward.
6. Learn a “common language” that you can share with your colleagues and manager.
7. Learn how to use ratios to close more sales.

Note: This is not a software system nor are we trying to sell you software; it is a tool-based approach based on proven principles that can be applied to your existing CRM or via a simple spreadsheet.

Tools for you to bring back:

1. Prospect Classification tool.
2. Questions to Ask about the pipeline and prospects.
3. Weekly Report format that gives you a clear and transparent picture of the sales pipeline.
4. Activity calculator.
5. Pipeline Audit.
6. Pipeline Capture tool.

Does this sound familiar?

1. It’s one week from the end of the month and you have less than half the target secured.
2. The “big one” you were banking on has suddenly gone quiet.
3. The “pipeline” says you have “a lot happening” yet the target will almost certainly be missed.
4. What your salesperson calls “75%+” seems more like sub-zero.
5. The same deals and the same “names” keep appearing each week or month but don’t come in.
6. There’s “lots going on” but it’s all at “10%”.
7. Everyone is busy but activity is actually quite low.

If these sound familiar, then book today!

Essential [NB]: For this workshop, will you bring along details of your current “sales pipeline” i.e. booked appointments, companies / contacts at proposal stage, key opportunities / leads and key target companies and customers. You need just the name of the organization, the contact name and a proposal / deal value where appropriate. It doesn’t matter whether the information is on paper or in electronic format, so long as you can readily access it on the day. This is necessary in order for us to complete the pipeline tool that will be introduced at the training.

Training Methods:

Interactive lecture;

• Group activity (pairs / threes);
• Written exercises (Bring an A4 pad);
• Audit of your existing pipeline (as it is on the day).

Introduction

1. Prospect Scenario (Exercise)
2. Sales Process Audit Checklist (Exercise)
3. Selling Vs “Hitting the target” distinction

Foundation

1. How numbers work in a sales process
2. Ratio-based measurement
3. The A x E definition of selling
4. Numbers & Diary Management; how they work together (Exercise)
5. Sales Process Principles

The Sales Process – Generic

1. The 4-Step Process
2. Do-based Selling
3. Principle of the “Next Step”
4. Date-driven selling
5. Sales cycle theory & practice
6. Sales Process ratios; replacement theory

6 – Step Pipeline Tool

1. Prospect Scenarios (Exercise)
2. Definition of each stage
3. Criteria for each stage; time-based probability
4. Criteria for each stage; ratio-based probability
5. Application using mock scenarios against fixed criteria (Exercise)
6. Diagnosing each stage & “Signal” spotting
7. Diagnosing pipeline patterns – visually (Exercise)
8. Application to the “Monday Morning” meeting
9. Running the “Monday” Meeting
10. Accurate Forecasting Income – Time & Yield Estimation
11. Accurate Forecasting (Exercises x 2)

Implementation

1. Pipeline Tools
2. Reporting Tools
3. Diagnostic Tool
4. Strategising Active Deals
5. Strategizing “fall-backs”
6. Activity Estimation

For more information on booking your place, contact us at:

Tel: +353-1-6177890
sales@dei-sales.ie